Keränen, Joona; Jalkala, Anne - In: Management decision : MD 52 (2014) 1, pp. 79-100
strategies adopted by firms in business markets: Emergent value sales strategy; Life-cycle value management strategy; and … Dedicated value specialist strategy. These strategies highlight different ways of managing and coordinating organizational units … need to select an appropriate strategy for customer value assessment depending on market and offering characteristics, and …